Craig Groeschel Leadership Podcast Q&A: Chris Voss, Negotiation Expert
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Aug 15, 2018 
Chris Voss, a former FBI hostage negotiator and negotiation expert, shares profound insights into everyday negotiation tactics. He emphasizes the importance of the 'calibrated no' technique to foster collaboration. Voss discusses tactical empathy and its role in recognizing and addressing negative emotions for better outcomes. The conversation highlights the art of building trust through empathy and the significance of guided leadership in negotiations. Listeners learn practical strategies for enhancing communication and navigating difficult conversations.
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Negotiation Is Everywhere
- Recognize that negotiations happen when someone tries to get another to say "yes".
- Even wanting something in your mind is a form of negotiation, especially regarding time.
Voss's Background
- Chris Voss was an FBI hostage negotiator, including lead international kidnapping negotiator.
- His role involved strategizing hostage release and subsequent investigations, primarily in kidnapping cases.
The Calibrated "No"
- When given a difficult task, ask your boss, "Do you want me to fail?".
- This calibrated "no" prompts guidance and makes them feel invested in your success.